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iQmetrix: The Customer Is Always Right
Chris Street; Darren Meister; Tracy ThibodeauCase IVEY-9B16M028-EEntrepreneurship, StrategyIn 2015, iQmetrix, a company founded in 1999, developed and sold point-of-sale (POS) software using the software-as-a-service model. Two iQmetrix enterprise account managers were discussing strategies for closing a software subscription deal with a large customer who asked for significant customization to be completed before the deal could be signed. The customization appeared to be critical for the customer, and the account managers thought the ...Starting at €8.20
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GM: The Opel Decision
Darren Meister; Ramasastry ChandrasekharCase IVEY-9B10M022-EStrategyIn July 2009, General Motors Company (GM),the world's second largest automotive enterprise, has come out of a bankruptcy orchestrated by the U.S. federal government. Leaner and focused after a 40-day exercise, GM is still a long way from a full-fledged financial recovery. The company is under a mandate to concentrate first on its U.S. market. Its European subsidiary, which manufactures the Opel cars, has been struggling for nearly a decade. The b...Starting at €8.20
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RONA Inc.- Dealing with Recession
Darren Meister; Ramasastry ChandrasekharCase IVEY-9B09M076-EMarketing, Service and Operations Management, StrategyIn September 2009, the president and chief executive officer (CEO) of Rona Inc. was reviewing the company's progress in relation to the ongoing economic recession. Rona was the largest retailer of hardlines in Canada. Rona had noticed definitive signs of slowdown in the third quarter of 2007 and had launched Strategic Plan 2008 - 2011 as a response. The two-phase program was nearing the completion of its first phase of Productivity, Efficiency an...Starting at €8.20
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Innovate LLP: Legal Dilemmas in the Start-up World
Matthew Wong; Adrienne Ng; Darren MeisterCase IVEY-9B15M107-EEntrepreneurship, StrategyA burgeoning mobile application entrepreneur has developed an interesting potential product with her friends. However, when she encounters an investment opportunity, she decides to seek legal advice for the first time in her business life. As a result of her initial meeting with a lawyer, she realizes how unprepared she is and some of the tough questions that she will need to answer.Starting at €8.20
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Dropbox: Go-To-Market Sales Strategy
Darren Meister; Matthew WongCase IVEY-9B17M053-EEntrepreneurship, StrategyIn late 2014, Dropbox, the San Francisco-based pioneering cloud-based file storage service, was at an important stage of its growth. Its user base had expanded into hundreds of millions of users globally, and the company was expanding its service offerings to organizations. At the heart of this expansion was the ever-increasing acquisition of customers in the software-as-a-service (SaaS) model. As Dropbox targeted larger customers, it needed to c...Starting at €8.20
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Joyus - Strategic Decisions in the Online Video Shopping Market
Matthew Wong; Darren MeisterCase IVEY-9B16M002-EEntrepreneurship, StrategyJoyus is an ambitious and high-potential company just transitioning out of start-up mode. After three years operating in the growing online video shopping marketplace, all the while developing new technology, business partnerships, and fundraising, Joyus is positioning itself for the next level. The company’s goal is to become the dominant player in the rapidly developing video-based ecommerce marketplace. The chief executive officer and her mana...Starting at €8.20
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Joyus - Building an Organizational Structure for Scale
Matthew Wong; Darren MeisterCase IVEY-9B16M003-EEntrepreneurship, StrategyJoyus is a growing online video shopping marketplace specializing in women’s health, beauty and fashion products. After three years of operations and having recently secured substantial funding, the company is poised for future growth. The co-founder and chief executive officer faces the difficult challenge of building the right management team and the appropriate organizational structure to support the company’s desired growth. She needs to stru...Starting at €8.20
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Geosoft Inc.: Leading Across Cultures
Mary Weil; Darren Meister; Chitra P. ReddinCase IVEY-9B17M064-EStrategyOn January 18, 2016, the chief executive officer and chief technology officer of Geosoft Inc. (Geosoft) met in Toronto, Canada, with the company’s executive team and regional directors for a critical three-day strategic planning session. Geosoft was a privately held, employee-owned, mid-sized global company that worked to help earth scientists and explorers make discoveries through innovative data solutions and services. The focus of the meeting—...Starting at €8.20
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Dow Chemical Co.: Big Data in Manufacturing
Mustapha Cheikh-Ammar; Nicole R.D. Haggerty; Darren Meister; Ramasastry ChandrasekharCase IVEY-9B17E014-EInformation Technologies, StrategyIn 2012, a pilot study undertaken by the data services team of the Dow Chemical Company in the polymer division of the multinational company’s Midland, Michigan, plant had revealed an uncanny trend on the company’s shop floor. Plant engineers were working for the data; the data was not working for them. The data services director saw an opportunity to reverse the trend through the deployment of big data capabilities and, more specifically, enterp...Starting at €8.20
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CIBC: Internalizing Open Innovation
Darren Meister; Ramasastry ChandrasekharCase IVEY-9B17M174-EStrategyIn early 2017, the vice-president, Enterprise Innovation, at Canadian Imperial Bank of Commerce (CIBC), one of Canada’s leading banks, encountered roadblocks in partnering with a fintech firm as part of the bank’s open innovation strategy. The vice-president wondered how she could leverage the learnings from her experience with onboarding the fintech firm to better manage future open innovation projects at the bank. Streamlining the onboarding pr...Starting at €8.20